Nigel Thacker | Rebidding Solutions Ltd

Why recapture planning is vital to retaining contracts

CAPTURE | 14:15 - 15:30

We don’t need a capture plan, we’re the incumbent - why recapture planning is vital to retaining contracts

Synopsis

Incumbents often assume they know the customer already, so they don’t need to put as much effort into a ‘Capture Plan’ for a rebid as they would bidding for a new contract. We’ll look at whether this is true, what is similar between a ‘Capture Plan’ and a ‘Recapture Plan’, what is different, and how businesses go about improving their chances of retaining their existing contracts by making the most of the period prior to the rebid formally starting.

Key take away skills/techniques

How to run a Recapture Plan, make your rebid easier - and retain more contracts at rebid

Biography

Nigel is Managing Director of Rebidding Solutions Ltd. He has 20 years’ experience of running rebids, training people in rebidding and reviewing rebids. He has worked for companies such as Serco, Reliance and Capita in Business Development Director and Managing Director roles

Nigel set up Rebidding Solutions in 2013 to support organisations win major rebids, improve their overall retention rates and put in place the processes that would help contracts be retained. Since then he has worked with a range of organisations in the private and public sector to win more rebids. His recent record is 31 wins out of 33 rebids completed.

He has published two books on rebidding: ‘Winning Your Rebid’ published by Gower in 2012; “The Recompete Guide” published by CAI/SISCo in 2014

Incumbents often assume they know the customer already, so they don’t need to put as much effort into a ‘Capture Plan’ for a rebid as they would bidding for a new contract. We’ll look at whether this is true, what is similar between a ‘Capture Plan’ and a ‘Recapture Plan’, what is different, and how businesses go about improving their chances of retaining their existing contracts by making the most of the period prior to the rebid formally starting.